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What is Sales and Distribution Management Syllabus about?

The document outlines the syllabus for the Sales and Distribution Management course at the MIT School of Business. The syllabus covers 13 topics related to sales and distribution management over 34 sessions. It includes introductions to key concepts, case studies, and recommended reading materials. Topics include sales strategies and tactics, personal selling, sales forecasting, managing sales territories and quotas, organizing the salesforce, training and motivating salespeople, controlling sales performan

Author

Pranav Vyas

Language

EN